Working with

Emotional
Intelligence
Daniel Goleman, Ph.D.
The Author
Daniel
Goleman
● Goleman grew up in a Jewish
household in Stockton, California
● Mother: Fay Goleman, Professor of
Sociology
● Father: Irving Goleman, Professor of
Humanities

● Amherst University, Bachelor’s Daniel Goleman David McClelland

● Harvard University, MA & Ph.D. in
Psychology Emotional Intelligence The Achieving Society
● Relationship with David McClelland at (1995) (1961)
Harvard Working with Emotional Motivation Theory of Needs
Intelligence (1998)
Emotional
Intelligence
“Character”
the capability to
“Personality”
understand and
“Soft Skill” manage emotion
“Competence”

emotional literacy + empathy +

problem-solving + prosocial behavior +
stress management + emotional The Ultimate Confrontation: The Flower and the Bayonet (1967)
control + decision-making skills + By Marc Riboud
democratic outlook on society + (n)

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What is NOT EI?
Not merely “being Not giving free reign Not fixed genetically
nice” to feelings nor only developed
in childhood
Some strategic moments EI means managing your
require not being nice. feelings so that they are EI is learned and
expressed appropriately continues to develop as
and effectively, enabling we go through life and
people to work together learn from our
smoothly toward their experiences.
common goals

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Emotional Intelligence Competencies
Self-Awareness

Social Skills Emotional Self-Regulation

Intelligence

Empathy Motivation
Personal
Competence
Self-Awareness Self-Regulation Motivation
Emotional awareness Self-control Achievement drive
Accurate self- Trustworthiness Commitment
assessment Conscientiousness Initiative
Self-confidence
Adaptability Optimism
Innovation

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Social
Competence
Empathy Social Skills
Understanding Others Influence
Service Orientation Communication
Developing Others Conflict Management
Leveraging Abilities Leadership
Political Awareness Change Catalyst
Building Bonds
Collaboration & Cooperation
Team Capabilities

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Building Emotional Competence - and Sales
IDS Life Insurance Co. (now RiverSource Life Insurance Co.)
-Insurance company that is a subsidiary of Ameriprise (spin-off company
of American Express)

Loss of potential Lack of Emotional Emotional

sales
More than 2 of 3
Competence
Lack of empathy &
Competence
Program 20% ⇧
Confident Sales Growth
potential clients self-confidence
declined to buy Resilient
Upright
 Understanding is Not Enough
American Telephone and Telegraph Company (AT&T)
-Leading provider of mobile services in the U.S. (40% SoM by Q3 20191)

Job cuts of 40,000 What Employer Wants The tale of two

employees despite 67% (2 of 3) of the abilities engineers
$4.7B Profit deemed essential for Henry and Lai
effective performance
were EI competencies

1 www.statista.com - market share is based on subscription figures reported by the companies in earnings and financial statements
Summary:
EI competencies are not an absolute list as each
individual has a different personality profile. However,
studies show that having at least 6 of those
competences distributed within the EI Dimensions is
the path to excellence.

EI is not a success predictor but rather a recipe for it as

tomorrow’s companies embrace:
● Diversity & Inclusion
● Adaptability to change
● Collaboration

EI is not just applied to organizations but in our

individual lives.